MKT 340 Lecture Notes - Lecture 15: Fraternities And Sororities, Skill
6 Jun 2018
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Department
Course
Professor
I. REFERRALS
• / efeals become clients
Importance of Them
• Half of all sales people do’t ask fo efeals eause the’e afaid if the do, the liet
ill eoke thei sale OR eause the do’t hae a sste i plae fo the to do it
• Of the half that do ask,/ ask the og a: . Do ou ko aoe that a help e?
. Ca I leae ou a uh of ads? . I a tell ou’e eall us, ut a ou put
togethe a list of aes fo e?
Methods
• Isolate faes fo people to see
Pay attention to the rapport building—Ca ou thik of a fateit othes that
ould eefit fo hat ou just eefited fo?
• Uge
Ho ould ou like to do hat I do fo a liig? If ou did do hat I do, ho ae the
fist people that ou’e allig iediatel ithout hesitatio?
• Lettea
Inverse order
II. Confirmation meeting: (stage 4) the first meeting after someone buys from you. 15-
30 minutes
Purposes: 1. Deliver or install the product/service 2. To get referrals
Components:
1. Review what they purchased
2. Ensure the initial use of the product
3. Create systems for reordering
4. Set up a review schedule
5. Referrals and introductions
6. Blank line
III. Review Meeting: (stage 5)
Purpose and components:
1. See what has happened since we last met
2. Anticipate changes going forward
3. Get referrals
How often do you conduct reviews? During the first year that they buy, every 3 months.
Every 6 months during the 2nd year. Once a year thereafter.
** See all clients face to face. As your client base increases, meet by account classifications
(take clients and break them into categories. The category determines the type of review
find more resources at oneclass.com
find more resources at oneclass.com
Document Summary
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